Attract the Right Job or Clientele:  Discounting Usually Leads to Lost Sales

We have all seen the process whereby the set price initially sounds steep. However, slowly but surely the price continues to drop. Why is that? More importantly, how do you believe this is perceived?

If you are desperately wanting to get a particular job, do you lower your asking salary? What will this say about the value you intend to bring to the company?

It’s important to decide which path it is that you wish to pursue. After all, should you appear to be so anxious to make any sale, it comes across that the idea of a returning and referring clientele does not enter the equation. This is the exact juncture where money is lost.  

Selling value out-sells lowering the price

My Story

I’m particularly sensitive to those who only focus on price. A perfect example was of someone who desperately wanted me to become a show host. The initial price was high but understandable. I just didn’t have a desire to have a show. So I said “no”. Within literally five minutes, the producer continued to drop the price until it was reduced by 84% to which I again said no.

My takeaways from the experience:
  • The producer himself did not see value in being a show host
  • At that cheap price, the focus was obtaining any money possible but not the quality of show hosts to come on board
  • The company must have been close to shutting down the show in its entirety

The improved approach would have been to find out if I had previous experience of being a show host or guest, and what the best and worst outcomes were. From there a conversation would have picked up to learn where my interests truly were. But none of this occurred. It was instead, similar to a sales auction in reverse order.

Your Story

After understanding why you are in meetings with prospective clients or hiring managers, it is time to relate your story and experience with what was conveyed by them. Do you have a story to share with clientele about why you are in the sales profession or are an entrepreneur offering the service you chose? Connecting the dots between what is told to you and how you see the match, given your unique experience, is what sells best. Focusing solely on price does not sell well at all.

Holding your value translates into holding self-esteem.

Questions to ask:

  • What is your budget?
  • Is service or price more important?
  • Are you able to pull funds from other sources should my offering appear to be what you are seeking?

These three questions produce a direct and honest dialogue that moves you swiftly to the end of the conversation. The next question is, when would you like to get started?

Sales Tips:
  1. Gain insight as to why prospective clients are speaking with you
  2. Treat each prospect as a case study to learn precisely where they are today
  3. Come to understanding what their issues are and how they might be resolved
  4. Inquire as to how they see their problems being fixed in order to advance
  5. Inject creative ideas in the form of questions to read their interest meter
  6. Help the prospective client prioritize the more important solutions
  7. Ask the hiring manager how they see your expertise will help the team or company
  8. Questions lead to buy-ins or mini agreements
  9. Mini agreements have the client-to-be selling themselves on your services 
  10. Ask for the preferred start date


For More Insights:   Visit Elinor’s Amazon Author Page

“Communicate to Attract Interest”

Nice Girls DO Get the Sale is an International Best-Seller and Evergreen. HIRED! How To Use Sales Techniques To Sell Yourself On Interviews is a best-seller. Visit Elinor Stutz' Author Page on Amazon:

               Be A Story-Teller



As the CEO of Smooth Sale, after her near-death experience, Stutz adapted the motto, “Believe, Become, Empower.”Nice Girls DO Get the Sale is an International Best-Selling and is Evergreen – among the classics; HIRED! Helped many to secure the job they desired. 



Today’s insights are provided to help you achieve the Smooth Sale!


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